The untapped opportunities for established businesses

Australian brokers wrote commercial loans totalling $85.89 billion between April and September 2024, a record book value reported by the Mortgage and Finance Association of Australia. Despite this growth, many established businesses with long trading histories are still assessed through generic self-employed frameworks. Liberty's Established Business Benefit offers brokers a structured, criteria-based way to support mature businesses seeking commercial property finance. Businesses trading for more than five years with annual turnover above $1 million can qualify. Broker Paul Shahinian of Econ-Finance and Liberty's Matthew Heinnen explain how the benefit works in practice and where brokers can find opportunity in their existing client books.

What commercial lending record did Australian brokers set in 2024?

The Mortgage and Finance Association of Australia reported that brokers wrote commercial loans totalling $85.89 billion between April and September 2024, the highest book value recorded for a single period. Matthew Heinnen, group manager commercial at Liberty, says the figures reflect genuine opportunity that many brokers have not yet fully explored. 'Often established businesses have clear trading histories and a strong sense of where they want to go when it comes to their property ambitions,' Heinnen says. 'Brokers have the opportunity to connect established businesses with flexible lending options that recognise longevity.' The data signals a growing role for brokers beyond residential finance, particularly with business clients who already have a relationship with the broker and a clear property goal in mind.

What is Liberty's Established Business Benefit and which businesses qualify?

Liberty's Established Business Benefit is a lending framework designed for businesses that have been actively trading for more than five years and have recorded sales turnover above $1 million in the past 12 months. It applies across Liberty's preferred commercial property loans. The benefit is built around the asset strength and trading consistency of mature businesses, rather than processing them as standard self-employed borrowers. This distinction matters because established operators often present a different risk profile to newer businesses, yet are sometimes assessed using the same broad tools. 'Established businesses often bring consistency, experience, and clearer intent,' Heinnen says. 'When brokers can demonstrate this through straightforward criteria, it supports more productive lending discussions.' The criteria give brokers a structured way to position strong business clients with clarity and confidence.

How did a broker use Liberty's Established Business Benefit for a real commercial property deal?

Broker Paul Shahinian of Econ-Finance used Liberty's Established Business Benefit to help a long-standing client consolidate two adjacent properties. The client was well asset-backed and had operated a successful business for many years. Liberty's framework allowed Shahinian to frame the application around the business's maturity and asset position, rather than submitting through a standard self-employed assessment pathway. 'The goal was to consolidate the land holdings, generate rental income in the short term and preserve flexibility for future use,' Shahinian says. 'Liberty supported a borrowing outcome that balanced capacity, structure and certainty without adding unnecessary complexity to the process.' The result gave the client clarity for their longer-term strategy. For Shahinian, the benefit provided a practical framework that matched the actual circumstances of a business with genuine history and assets.

How can brokers open established businesses commercial lending conversations with their existing clients?

Many brokers already have business owners on their books from residential lending work, which creates a natural starting point for commercial property discussions. Heinnen says brokers do not need to overhaul the way they operate to find these conversations. 'Brokers often have these customers on their books already,' he says. 'It can be helpful to start by asking a few questions about how their business is tracking, what the next stage looks like and where property might fit into that plan.' Pursuing commercial property finance in this way is an extension of existing relationships, not a departure from familiar practice. With clear lending criteria available through Liberty's Established Business Benefit, brokers can raise these conversations with confidence, knowing there is a structured pathway to support eligible clients.

Why do established businesses sometimes miss out on appropriate commercial lending assessments?

Businesses with long trading histories and strong asset positions can fall through the gaps when lenders apply broad self-employed frameworks that do not reflect their actual profile. Liberty recognises this issue directly and has continued to refine its business loan product to address it. The Established Business Benefit gives brokers specific, criteria-based language to frame a business's position in a way that captures its real strength. Lender attitude also plays a role. 'Transparent communication, knowledgeable assessors and a willingness to consider alternative documentation can make a meaningful difference,' Heinnen notes. For brokers, choosing a lender who is willing to look at the full picture of a business, rather than applying rigid criteria alone, can change what is possible for a client whose trading record speaks for itself.

How do Liberty BDMs help brokers structure commercial deals before submission?

Shahinian, who has written Liberty loans for the past 20 years, says workshopping a deal with a Liberty business development manager before lodging it is one of the most valuable steps available to brokers. 'Being able to workshop a deal with my Liberty BDM before submission goes a long way to achieving a smoother outcome,' he explains. Heinnen says this early collaboration carries through to the credit assessment stage. Where a scenario has been discussed upfront, the alignment between broker, BDM and credit assessor reduces ambiguity and supports a more direct process. Brokers who engage early remove guesswork from the submission and can present options to clients with greater certainty. For complex deals involving business history and asset consolidation, that preparation can make a material difference to the result.

What sets Liberty apart as a lender for established business borrowers in Australia?

Liberty describes its approach as free-thinking, focused on understanding the full picture of a borrower's circumstances rather than defaulting to rigid criteria. With close to 30 years in the market and nearly one million customers helped across home, car, personal and business loans, Liberty is also the only non-bank lender in Australia with an investment-grade credit rating. These credentials give brokers additional confidence when recommending Liberty to business clients who require a lender with track record and financial standing. Heinnen says the objective is straightforward. 'We're here to help brokers do their best work with the right support at the right time,' he says. 'Having strong conversations early can open up opportunities that make sense for customers and for brokers alike.' Brokers are encouraged to contact their Liberty BDM to discuss scenario-based options.

Featured experts

Matthew Heinnen: group manager, commercial, Liberty Financial; provides commentary on broker commercial lending strategy and Liberty's established business lending frameworks.

Paul Shahinian: broker, Econ-Finance; has written Liberty loans for 20 years.